Team Manager, Account Management, SME & Growth

ABOUT AIRWALLEX Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own. We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific. We're co-headquartered in San Francisco and Singapore, with more than 2,700 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles https://www.airwallex.com/en-us/operating-principles to see it in full. MANAGER, ACCOUNT MANAGEMENT, SME & GROWTH HOW YOU'LL MAKE IMPACT As Manager, Account Management, you’ll lead a team responsible for growing and retaining important small and mid-market customer relationships across a defined portfolio. You’ll combine people leadership with hands-on account ownership, setting the strategy and standards for your team while directly managing a small number of high-value customers. You’ll partner with Sales, Product, Solutions Engineering, Marketing, Finance and Operations to deliver strong customer outcomes and identify opportunities for expansion. - Lead, coach and develop Account Managers through hiring, onboarding and performance management, raising the standard of account management across the team. - Drive revenue growth across your portfolio through cross-sell, upsell and expansion, while protecting retention and managing churn and key negotiations. - Define and execute the account management strategy with regional leadership, creating clear priorities and coverage for a growing commercial organisation. - Build senior stakeholder relationships as executive sponsor for strategic customers, supporting them from onboarding through to scale. - Use portfolio reviews, WBRs, customer feedback and data to identify priorities, surface product gaps, improve processes and influence Product priorities. - Own forecasting and reporting across revenue, pipeline, risk and customer health, while contributing to territory planning and coverage models as the organisation scales. You’ll work from our Hong Kong office five days a week. WHAT WE'RE LOOKING FOR ESSENTIALS - At least 5+ years of relevant working experience. - 3+ years of experience in account management, including managing complex, multi-stakeholder accounts, ideally within payments, fintech, SaaS or B2B technology. - 2+ years of experience leading and developing Account Managers or similar commercial teams, ideally in a high-growth or scale-up environment. - A proven track record of meeting or exceeding revenue targets. - Strong commercial acumen, with experience leading negotiations, renewals, commercial structures and executive-level conversations. - A strategic and analytical mindset, with the ability to analyse customer data, market trends and product usage to identify growth opportunities and develop structured account strategies. - A bachelor’s degree or equivalent qualification. PREFERRED - Experience in payments, FX, card issuing, treasury or financial platforms. - Experience in B2B software or other complex technology solutions. YOU'LL THRIVE HERE IF - You have a track record of hitting your numbers, and you’re motivated by stretch goals. - You own the outcome and you don't wait for permission to fix what's broken. - You're comfortable making decisions with incomplete information and moving quickly anyway. - You enjoy working closely with people across multiple countries and time zones as part of one connected, global team, including flexing your hours occasionally to make that connection work. - You're thoughtful and clear in how you communicate, and you adjust your style for different audiences. LEARN MORE ABOUT YOUR TEAM SME & Growth at Airwallex is about more than closing deals. We help small and mid-market businesses solve real financial challenges across borders: getting paid globally, managing multi-currency accounts, paying suppliers, and running spend across markets from a single platform. You're not selling a feature. You're helping founders and finance leaders replace fragmented financial operations with one global system that actually scales. It's a function for sellers who like to build, not follow a script: curious, resourceful, and comfortable figuring things out in markets that are still wide open. You get real autonomy to create value, build relationships, and move opportunities forward. If you want to sell a serious product, solve real problems for ambitious businesses, and build your career fast, this is a place to do it. APPLICANT SAFETY POLICY: FRAUD AND THIRD-PARTY RECRUITERS To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com http://airwallex.com email address. Please apply only through careers.airwallex.com http://careers.airwallex.com or our official LinkedIn page. Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary. EQUAL OPPORTUNITY Airwallex is pr